THE MYSTERY & THE MAGIC

Phone Sourcing

A Tutorial

Presented by Maureen Sharib

MANY PEOPLE ASK …

…me how I do what I do.

“It’s simple,” I tell them.

“I call people on the telephone and extract

information from them.”

“It’s not easy,” I warn.

THEY DON’T BELIEVE ME.

Then they try.

“The Gatekeeper asked me why I was calling!”

they whine.

“What did you say to her?” I ask.

“I asked her who all the electrical engineers were

working on Boeing’s new (SATCOM) phased-array

antenna system.”

“YOU’RE KIDDING, RIGHT?”

I ask.

“No, that’s what I asked her. She wanted to know

who I was and why I wanted to know. What do I say

when that happens?”

“IT SHOULD NEVER HAPPEN,”

I tell them.

They look at me dumb-founded.

“What do you mean it should never happen? It

happens to me all the time!” they exclaim.

“Of course it does,” I say.

NOW THEY’RE REALLY CONFUSED.

And frustrated.

“You’re talking in riddles,” they accuse me.

“WHY SHOULD SHE TELL YOU…”

“…who all the electrical engineers working on the

Boeing (SATCOM) phased-array antenna system

are?”

“What incentive have you given her to do that?”

“ INCENTIVE? SHE NEEDS AN INCENTIVE?”

“Yes, she needs an incentive. She needs to know

who she’s talking to. What did you do when you out-

of-the-box asked her who all her electrical engineers

were working on a specific project?”

“Better yet, what didn’t you do?”

THEY LOOK AT ME…

…and I can tell they don’t know.

They don’t even have a clue.

“YOU MADE HER WONDER…

…who you were and when she wondered that she

kept on wondering.”

“Who is this?”

“Where are they calling from?”

“Why do they want that information?”

“I’m not supposed to tell anyone that.”

“IT’S HUMAN NATURE…

…to wonder.”

What could you have said that would not have

aroused her suspicions?”

AGAIN, NO ANSWER.

“It’s very simple,” I tease.

“WHAT?” THEY PLEAD.

“You could have told her who you were,

immediately when she answered.”

They look at me and I see a light dawning.

“I GUESS I COULD HAVE,…”

they admit.

Again, the doubt:

“But what if she asks me where I’m calling from?”

“WHAT IF SHE DOES?...”

I challenge.

“Well, what do I say?” they demand.

“WHAT DO YOU SAY?”

I ask. “You tell her where you’re calling from. Is

that so hard?”

“I SUPPOSE IT ISN’T…”

…they admit.

“Chances are, though, she won’t ask you where

you’re calling from.

She also won’t ask you why you need that

information, if you don’t make her start wondering

about you in the first place!” I admonish.

“The best way to approach a Gatekeeper is to

remove the mystery for her.”

THIS IS WHAT’S CALLED…

• …the mystery and the magic. If you remove the mystery, magic will happen! Gatekeepers will begin to cooperate with you like they never did before. If you didn’t know better, you’d wonder what happened!

•

“Effective magic is transcendent nature.” ~ George

Eliot,

Middlemarch

THE MAGIC IN THE METHOD

This is just one of the lessons in the popular phone

sourcing course “The Magic In the Method” developed by

Maureen Sharib, an everyday phone sourcing practitioner

who learns more from her students than she could ever

teach them! For more info on MagicMethod go here:

http://www.techtrak.com/training.html

Follow Maureen on Twitter at @MaureenSharib

Contact her at 513 899 9628.

THE END